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Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
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In today's competitive SaaS landscape, implementing the right Configure, Price, Quote (CPQ) system is crucial for streamlining sales processes and optimizing your pricing strategy. CPQ software helps sales teams configure complex product offerings, apply the right pricing rules, and generate accurate quotes quickly—ultimately accelerating deal closure and maximizing revenue.
For SaaS executives seeking to enhance their sales operations, choosing the right CPQ solution can be challenging. This guide examines the top 11 SaaS CPQ systems that are transforming how companies approach their pricing strategy and sales processes in 2024.
Why CPQ Systems Matter for Your SaaS Pricing Strategy
Before diving into specific solutions, it's important to understand why CPQ systems have become essential components in modern SaaS operations:
- Pricing Strategy Execution: CPQ systems ensure your carefully crafted SaaS pricing strategies are consistently applied across all deals
- Reduced Quote Errors: Automation reduces pricing mistakes that can cost revenue or create customer friction
- Accelerated Sales Cycles: Sales representatives spend less time configuring complex offerings and more time selling
- Improved Customer Experience: Professional, accurate quotes delivered quickly enhance buyer confidence
- Competitor Pricing Intelligence: Many modern CPQ tools incorporate market data to position offerings against competitor pricing
The Top 11 SaaS CPQ Solutions
1. Salesforce CPQ
As part of the Salesforce Revenue Cloud, Salesforce CPQ stands as a market leader deeply integrated with the world's most popular CRM.
Key Features:
- Native integration with Salesforce CRM
- Guided selling processes that simplify complex configurations
- Advanced approval workflows
- AI-powered pricing recommendations
- Subscription management for recurring revenue models
According to Gartner, Salesforce CPQ users report an average 35% reduction in quote generation time and 30% improvement in quote accuracy.
2. Oracle CPQ Cloud
Oracle's enterprise-grade CPQ solution excels at handling extremely complex product configurations and pricing models.
Key Features:
- Robust rules engine for configuration logic
- Advanced visualization capabilities
- Multi-channel quote delivery
- Integration with Oracle ERP and CRM systems
- Commerce-focused capabilities for self-service buying
Oracle CPQ Cloud is particularly strong for enterprises with complex product portfolios seeking to implement sophisticated pricing strategies across global markets.
3. SAP CPQ
SAP's offering provides deep integration with its broader enterprise ecosystem while delivering powerful configuration capabilities.
Key Features:
- Visual configuration tools
- Extensive pricing rule capabilities
- Seamless integration with SAP S/4HANA
- Multi-currency and international pricing support
- Strong document management for quotes and contracts
SAP CPQ shines for companies already invested in the SAP ecosystem and needing to align their pricing strategy across complex organizational structures.
4. Conga CPQ (formerly Apttus)
Conga CPQ offers robust capabilities with particular strengths in contract lifecycle management and revenue optimization.
Key Features:
- AI-driven pricing optimization
- Quote-to-contract automation
- Advanced eSignature integration
- Extensive rule-based discounting capabilities
- Strong analytics for pricing strategy refinement
Conga CPQ is noted for its ability to analyze competitor pricing data to inform discount strategies and optimize deal structures.
5. DealHub CPQ
DealHub has emerged as a leading CPQ solution focused specifically on the SaaS industry with a unified revenue platform approach.
Key Features:
- Digital DealRoom for collaborative selling
- AI-powered deal optimization
- Subscription management for SaaS pricing models
- Real-time ROI calculators
- Low-code configuration environment
According to DealHub case studies, their customers typically see a 50% reduction in sales cycle length and 27% increase in average deal size.
6. PandaDoc CPQ
Known for its document automation strengths, PandaDoc CPQ offers a more accessible entry point for growing SaaS companies.
Key Features:
- Intuitive document and quote builder
- Content library for sales enablement
- Electronic signature capabilities
- CRM integrations (Salesforce, HubSpot, etc.)
- Analytics on quote engagement
PandaDoc is particularly well-suited for mid-market SaaS companies looking to scale their quoting processes without significant complexity.
7. Vendavo Intelligent CPQ
Vendavo focuses on price optimization and intelligence, making it a strong choice for SaaS companies competing in crowded markets.
Key Features:
- AI-powered price optimization
- Competitor pricing intelligence
- Deal scoring and guidance
- Price waterfall analytics
- Strong integration capabilities
Vendavo claims customers achieve an average 1.5-3% margin improvement through better pricing decisions and reduced price leakage.
8. Model N CPQ
Model N offers specialized capabilities for SaaS companies with complex channel strategies and partner ecosystems.
Key Features:
- Channel partner management
- Rebate and incentive management
- Contract lifecycle management
- Revenue management optimization
- Compliance-focused features
Model N is particularly valuable for SaaS companies selling through multiple channels and needing to maintain pricing integrity across diverse go-to-market approaches.
9. Tacton CPQ
Tacton brings advanced configuration technology to the CPQ space with particular strength in technical product configuration.
Key Features:
- Constraint-based configuration engine
- 3D visualization capabilities
- Guided selling with AI recommendations
- Integration with CAD and PLM systems
- Visual product configurator
While traditionally strong in manufacturing, Tacton has increasingly adapted its capabilities for complex SaaS ecosystems with technical configuration needs.
10. KBMax (Epicor CPQ)
KBMax, now Epicor CPQ, offers powerful visual configuration capabilities that enhance the buying experience.
Key Features:
- 3D product configuration
- Virtual and augmented reality experiences
- CAD automation
- Manufacturing automation integration
- eCommerce integration
KBMax is ideal for SaaS companies that need to visualize complex product configurations as part of their sales process.
11. Threekit CPQ
Threekit focuses on visual commerce and configuration with powerful 3D visualization capabilities.
Key Features:
- Photorealistic 3D product visualization
- Virtual photographer technology
- Augmented reality experiences
- Visual rules engine
- API-first architecture for integration
Threekit reports that companies implementing visual CPQ see up to 40% higher conversion rates and 20% higher average order values.
Selecting the Right CPQ System for Your SaaS Pricing Strategy
When evaluating these CPQ solutions for your SaaS business, consider:
Integration Requirements: How well does the CPQ system connect with your existing tech stack?
Pricing Model Complexity: Does the system support your specific SaaS pricing models (usage-based, tiered, seat-based, etc.)?
AI Capabilities: How does the solution leverage AI for pricing optimization and recommendations?
Scalability: Can the system grow with your business and support expanding product offerings?
Implementation Timeline: What resources are required to get the system operational?
Competitor Pricing Intelligence: Does the platform provide insights into market pricing trends?
ROI Timeframe: How quickly can you expect to see returns on your CPQ investment?
Transforming Your SaaS Pricing Execution with CPQ
Implementing the right CPQ system is more than a sales tool decision—it's a strategic investment in your company's pricing execution capabilities. Today's leading CPQ systems don't just automate quotes; they provide intelligence that can inform your broader pricing strategy.
According to research by Aberdeen Group, companies using advanced CPQ solutions achieve:
- 105% higher year-over-year growth in revenue
- 49% higher proposal volume
- 28% shorter sales cycles
- 26% improvement in profit margins per sale
As your SaaS business evolves, your CPQ needs will likely change as well. The best system today might not be the right choice in two years. Choose a solution that offers flexibility, strong vendor support, and integration capabilities to protect your investment and enable future growth.
By aligning your CPQ selection with your broader pricing strategy and sales methodology, you'll position your organization to maximize revenue while delivering a superior buying experience—a winning combination in today's competitive SaaS marketplace.